SPIN (R) -Selling (häftad)
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Format
Häftad (Paperback / softback)
Språk
Engelska
Antal sidor
256
Utgivningsdatum
1995-11-01
Upplaga
New ed
Förlag
Gower Publishing Ltd
Illustratör/Fotograf
index illustrations
Illustrationer
illustrations, index
Dimensioner
240 x 155 x 18 mm
Vikt
425 g
Antal komponenter
1
Komponenter
449:B&W 6.14 x 9.21 in or 234 x 156 mm (Royal 8vo) Perfect Bound on White w/Matte Lam
ISBN
9780566076893

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SPIN (R) -Selling (häftad)

SPIN (R) -Selling

av Neil Rackham
Häftad Engelska, 1995-11-01
338
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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don't work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today's leading companies with dramatic improvements to their sales performance.
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Recensioner i media

'Totally compulsive ... the ideas are not only interesting, but are shown to be effective ... obligatory reading' - Sales and Marketing Management 'Breaks new ground and it cannot be ignored by anyone who is committed to selling as a profession.' - Sales Technique 'Essential reading for everyone involved in selling or managing the sales function.' - Journal of Marketing Management

Övrig information

Neil Rackham, Huthwaite Incorporated, Virginia, USA

Innehållsförteckning

1 The Huthwaite research, 2 Sales large and small, 3 Investigating: questions and sales success, 4 Customer needs in the major sale, 5 Using questions to uncover implied needs, 6 The SPIN (R) strategy, 7 Giving benefits in major sales, 8 Preventing objections, 9 Preliminaries: opening the call, 10 Obtaining commitment: closing the sale, 11 Turning theory into practice